Which statement about the formula sales presentation is INCORRECT?
A) The formula sales presentation is based on the AIDA procedure of developing and giving the sales presentation.
B) Modified rebuy situations are a good time to use the formula sales presentation method.
C) The formula sales presentation is the best method to use when the prospect allows a few minutes for the presentation.
D) The customer has the largest amount of talking time during the latter half of the presentation phase of the formula sales presentation.
E) To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

Question

Quizplus · Accepted Answer

The memorized method is best when only a few minutes are available, but the formula method typically requires a half-hour. The method is based on the AIDA procedure and is best in rebuy situations with familiar customers.

Which Statement About the Formula Sales Presentation Is INCORRECT